Seth: What are we really selling?
# Link: What are you afraid of?
I couldn’t agree more with Seth’s latest post. How can you make the consumer happy with their buying decision? What are the factors that go into them feeling good about their decision?
- Acceptance by peers? ("I see Jack is using technology that’s buzzword-compliant. I’m so glad we hired him as our CTO.")
- CYA syndrome? ("No one ever lost their job choosing IBM.")
- Happy customers?
Which is most important to your target market? To your key purchase influencers? What keeps them up at night?
At the end of the day, you need to be delivering real value for your clients, but along with that you need a message. A message to your clients that you will take care of them and that you understand their problems. Take the customer’s problems onto your shoulders and make them your own, and you will never have any problem selling that customer anything again.